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What makes referrals happen? Your actions, NOT your ask!
Written by Jeffrey Gitomer   
Wednesday, November 07, 2012 7:34 PM

I’m angry about the (mis)information offered by “experts” about referrals.

I’m not angry that the majority of their information is totally off base and bogus, I’m angry you might believe it, take it to heart, try it, fail miserably, and lose both relationships and customers.

My anger centers around the word ASK. Some idiot, er, I mean expert, said you MUST ask in order to receive your fair share. He driveled on to state there’s a “Rule of 20-60-20.” He claims that 20% of your customers will always give you a referral, 60% will give you a referral only if you ask them, and 20% will never give you one.

Where on earth did that rule come from?

Pareto (the creator of the 1906 80-20 Principle that was later redefined by Joseph Moses Juran in 1941) is turning over in his grave at people who make up statistics with ZERO basis in fact.


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